Senior Area Sales Manager, Travel Retail Americas

About the role

The Senior Area Sales Manager plays a pivotal role in accelerating revenue growth and expanding market share for Shiseido Group across the Americas. This position is responsible for managing key accounts, developing and executing business strategies, and leading a team of Retail Managers to ensure exceptional in-store presentation and customer experience.

Responsibilities

• Execute long-term business strategies utilizing a multi-brand approach, key account management, and relevant commercial and marketing initiatives to expand Shiseido Group market share across the Americas.
• Manage client P&L performance and business profitability.
• Drive sell-out performance and achieve sell-in plans and budgets for assigned Travel Retail accounts.
• Maintain and update sales forecasts based on market trends and business performance.
• Involve in the negotiation of margins and brand placement.
• Develop promotional strategies and action plans to strengthen retailer partnerships and support business objectives.
• Monitor competitor performance, promotional activities, incentive programs, and market developments, providing recommendations and feedback to Head Office.
• Lead sales results analysis, product assortments, and product mix for respective retailers to achieve sales targets.
• Oversee alignment with brand guidelines, and monitor that merchandising, assortments and planograms are respected across the different locations.
• Lead, coach, and develop Retail Managers and Area Sales Managers to support business objectives and retail excellence.

Business Agreements & Client Relations

• Present business and sales strategies to clients.
• Negotiate and secure client agreement on business objectives and action plans.
• Obtain client approval and sign-off on applicable commercial terms and conditions.
• Ensure compliance with brand agreements and retailer commitments.
• Organize and participate in client visits and business reviews.
• Identify opportunities to enhance brand visibility at the point of sale.
• Negotiate additional temporary or permanent retail space to support brand growth.
• Monitor inventory levels and stock availability by retailer.
• Lead external strategy meetings with retailers and internal business reviews with senior management and brand teams.

Sales Leadership

• Present products to customers at each cycle.
• Select adequate visual tools to present products to customers (book, PowerPoint presentations, samples...).
• Gain customer commitment and approval for action plans supporting overall sales objectives.

Reporting & Business Communication

• Prepare and submit required reporting per client, on product placement.
• Lead market research and competitive analysis; share findings with Marketing and relevant stakeholders.
• Gather and communicate information regarding distribution, market developments, and business opportunities within the region.
• Communicate local operations and/or negotiated franchises.

Qualifications

• Bachelor's degree in Business Administration or a related field; Master's degree preferred.
• Minimum of 8-10 years of relevant experience with a demonstrated track record in sales.
• Previous experience in the cosmetics, beauty, luxury, or Travel Retail industry is preferred.
• Strong entrepreneurial mindset with a high level of ownership and accountability.
• Excellent communication and interpersonal skills, with the ability to work effectively across diverse cultures.
• Strong negotiation and leadership skills.
• Excellent analytical and organizational abilities with strong attention to detail.
• Ability to prioritize responsibilities, work independently, and perform effectively under pressure.
• Strong verbal and written communication skills in English and Spanish; Portuguese is a plus.
• Advanced proficiency in Microsoft Office applications, particularly Excel and PowerPoint.
• Ability to travel frequently (approximately 40–50%).

What We Can Offer You

• Benefits at Shiseido include comprehensive health coverage, retirement savings, paid time off, and more.
• We offer a range of perks and benefits such as medical, dental, and vision insurance, life and disability insurance, paid volunteer days, paid holidays, parental leave, a 401K with company match, talent development and learning programs, internal and international mobility, product discounts, and annual gratis.
• Our benefits program is designed to give our employees peace of mind and invest in their futures.

What We Can Offer You

• Base pay for this position may vary based on geographic location.
• Actual base pay offered will be based on several factors including job-specific knowledge, education, skills, and depth of experience.
• We may offer additional forms of compensation as components of a total compensation package, including participation in our bonus program which features the ability to overachieve, in addition to a full range of competitive benefits.

Equal Opportunity Employer

Shiseido is an Equal Opportunity Employer and does not discriminate on the basis of race, color, gender identity, religion, sex, age, national origin, disability, veteran status, sexual orientation, genetic information or any other classification protected by Federal, State or Local law.